Recently, I was looking for two different service providers. Even though I was a pretty qualified lead for them – having the need for their services and money set aside to buy…immediately, I didn’t end up buying. Why? Both vendors committed one of the biggest sales errors for me. A still very common sales error, being often a the deal breaker.
They made our first meeting all about themselves. It was all “me, myself & I”.
- They gave me maybe 5% “stage time” to answer a few poorly asked closed-end questions.
- They talked about how “amazing” and “unique” their services are and how they will solve my problem, without even knowing what my problem is.
- They disclosed information about their clients but not telling me how they helped them to get from A to B, but rather complaining how difficult they are.
- They sounded very desperate to make the sale, even asking me about referral of their services within my network.
- One even used inappropriate and vulgar language.
- And they didn’t really do a proper follow-up and when I finally refused, they just said “OK”.
This got me thinking: What would make me buy their services on the spot? What actions or behavior would make them win the sale?
1. PRE-WORK
They could have googled me or my business to avoid asking absolute basic questions like “Tell me about your business a bit”.
They could have sent me some pre-meeting questions to make our meeting most effective showing professional and hands-on approach.
2. LISTEN
They could have put the “listener” hat on, learning about my specific situation / need / problem.
They could have shown genuine interest and curiosity regarding my current situation.
They could have asked smart open-ended questions to get deeper and helping them and myself to understand the right solution for me / my business.
3. TAILORED OFFER
Based on all the info from points 1 & 2 – they could have told me how they can specifically help me achieve what I desire, rather then telling me what they do in general terms.
They could have given me a tailored “my-need/desire-fitting” offer. Not just a one-size-fits-all one. A customized “special” one for me.
They could have offered me options rather than one rigid “take-it-or-leave-it” offering with options for a potential down-sell and up-sell to give me a range to choose from.
4. FOLLOW-UP
They could have followed up by phone or email, checking on my decision and making sure they address any of my concerns.
They could have shared anything of value such as an article, a case study, testimonial, reference point, white paper etc., being resourceful, showing me they care not for my money, but for truly helping me solve my current challenge.
What is your experience? Were you sold to in such “Me, Myself and I” way?
If you are in sales – what is your sales approach? What did you see work well to win new clients?
